CUSTOMER
GENERATION
Preeyaphat Watcharaprechakul
Insights into Customer Generations
for Marketing Success
Currently, there are numerous businesses selling similar
products and services, providing consumers with a wide range
of options. Understanding the target audience is therefore
crucial, something business owners cannot afford to overlook.
This understanding allows us to ascertain what our customers
like or dislike, enabling us to tailor products or design
advertising campaigns that best address their needs.
As many people may already know, we categorize people into
generations, each with its own culture, behaviors, preferences, and
interests. Some age groups have little in common with others, resulting
in what we call a generation gap.
Therefore, employing a one-size-fits-all marketing approach may not
be effective. Businesses striving for success must understand the
concept of "Customer Generation" or segmenting customers by age
groups. This understanding allows them to design marketing strategies
that resonate with each generation's preferences.
In ancient times, people used the term generation to describe all the people alive.
Over time, that has changed to more of a biological definition, which is the span of time from
when one is born to when they have children.
Because the median age of giving birth is now 30 years, that time span became too long to
define a generation.
Today, the sociological definition of a generation spanning 15 years is widely recognised.
This allows for an organised way of defining each generation, rather than waiting for an event
or unexpected situation to end a generation or start a new one.
It defines exactly when a generation starts and ends. It enables planning for the future and
comparing across the generations more accurately.
The Builders
The Builders (born <1946) generation describes those born before 1946. The label points to the
fact that this generation ‘built’ so much of the society we know today.
This generation has also displayed their resilience through some tough times: starting life after
a Depression, hearing stories of World War I from their parents and living through World War II.
While they’re often broadly referred to as the seniors of the community, they weren’t always
seniors. They are the generation that built our suburbs, institutions, and infrastructure, and
continue to build in their own ways to this day.
They are great upholders of a lot of the values and the commitments that our society is built on.
They are also a very understanding and adaptable generation, who are appreciative of the
younger generations growing up in a world so different to the one they were shaped in.
Baby Boomers (Born 1946-1964)
Baby boomers, sometimes referred to as Gen B, are individuals aged 60 and above. This group has
experienced a lot in life and tends to hold onto their own beliefs, preferring familiarity over novelty.
They are more inclined towards routines and are often hesitant to embrace new ideas. In terms of
work, they prioritize stability, commitment, and resilience.
The Baby Boomers were born between 1946 and 1964. Their generational label is derived from the
baby boom that occurred post-World War II, where the fertility rate was 3.5 babies per woman.
This increase in population also resulted in a boom in the economy, housing, construction, and
infrastructure to cater for this population that was almost doubling in their early years.
This empowered generation shaped society and the social context.
They pushed back on political decisions, participated in protests, saw the rise of feminism, and had a
desire for equality.
They were the social justice warriors of their time. The social enterprise movement was born not by
the Millennials of today but by the Baby Boomers.
They brought about massive cultural change, social change, and economic change, and continue to
have impacts in society today. As a high-net worth generation, they are often described as ‘the bank
of mum and dad’, helping to build the economy and lending a hand to the next generation.
Gen X
Generation X describes those born between 1965 and 1979.
The X label came from Douglas Coupland, and this generation’s mantra of anti-establishment
and mindset of pushing back on authority figures.
Like the Baby Boomers, many got on the property ownership bandwagon, and at a younger age
than the generation coming after them.
Until COVID-19, Generation X benefited from a time of economic prosperity. As a result, they
experienced and embraced small business and entrepreneurial opportunities.
Generation X have done well through this era, despite the angst that they experienced earlier
on. Now, they are doing things differently to the generations that went before them.
They have established themselves well economically, as their net worth accelerated from the
early nineties.
Gen Y
Generation Y, otherwise known as the Millennials, were born between 1980 and 1994. They
have been known for their love of ‘smashed avo’, speciality coffee and travelling abroad.
Yet it should be recognised that accelerating house prices and flat wages growth are the more
important reasons why many in this generation have been locked out of the housing market.
All generations are shaped by the events, experiences, and the political climate of their time.
This creates profound differences across the generations. For Generation Y, this all converged
on September 11, 2001.
This tragic event took place when they were in their formative years and defined much of the
next decade and shaped their global outlook. Today, this generation are entering the parent
and family life stage as they move into their 30s and 40s.
Gen Z
Generation Z describes those born between 1995 and 2009. Being shaped in a COVID-19
era, this generation have learnt that the economy can have upsets. Economically and
socially, they have adapted and become more conservative as a result. But it also means
they are more resilient. They focus on education and recognise the importance of it in their
foundational years. They know that in a competitive environment, they need to up-skill and
retrain, and can’t just rely on job-for-life for stability. Lifelong learning is their mindset.
This generation is conscious that they need to work hard to achieve the things they want in their life.
And this mindset goes against some of the stereotypes of young people. In fact, Generation Z
volunteer at a higher rate than the average Australian and are more likely to work for a not-for-
profit than any prior generation.
They focus on values, fulfilment and making a difference with their life. That matters more than just
what they can earn. But at the same time, they’re financially conservative. Many are diligently
saving for a home and still believe in the ‘great Australian dream’. They want a place of their own
and not being able to afford a house is one of their greatest fears.
Gen Alpha
Generation Alpha were born between 2010 and 2024. The reason we named them Generation
Alpha is because they are not a return to the old, but the start of something new.
Even more than their parent’s generation (the Millennials), there is a greater sense of Generation
Alpha being shaped in the new millennium. This Alpha cohort is the first generation to be fully born
in the 21st Century and to be shaped in this new era.
The year they began being born (2010), Instagram launched, and the iPad became available. So that
says a lot about the technological time that has shaped them. COVID-19, increasing globalisation, and
the connectivity and empowerment they have also says a lot about them.
Looking at their context reminds us not just to look back and expect them to be like the generations we
have seen in the past, but to recognise that it’s a whole new landscape in which they have been born
into and which is shaping them.
Generation Beta
Although Generation Beta haven’t been born yet, we can predict some things about them based on
the context that will surround them.
Defined as those born between 2025 and 2039, we anticipate that Generation Beta will be a
technologically integrated generation, as well as a curious one, one that values diversity, and
embraces change and difference – because these are the themes of today that we expect to
continue in the years to come.
This is what we can predict, but of course, there will be things that arise that we can’t predict too.
The times, technologies and social events that we live through shape us all but are more defining
for those experiencing them in their formative years.
As Generation Beta arrives, we will watch these technologies and social events closely, to see
what will shape this 21st Century generation as they arrive, as they age and as they gain
autonomy and influence.
Why generational analysis is important
When we look at the times and technologies that shaped us, it helps us to understand ourselves and
how we are different to others.
Hopefully, that then helps to bridge gaps rather than point out those gaps.
Because until we can understand the difference, have warmth across that difference, see the reasons
for it and the context of why we’re seeing those different behaviours or responses, we’re just going to
point the finger rather than appreciate the strengths of other generations.
Understanding always precedes empathy, and empathy is essential for community and cohesion
among people of different generations.